Abundance Mentality in Sales: 5 Dos and Don’ts

18 Monday Feb 2013

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Attitude, Fear, Habits, Negativity, Recognition

Recently, all of the coaches here at Southwestern Consulting ™ had a conversation about abundance mentality vs. scarcity mentality and how it relates to sales. The concept is so powerful and comes up so often in one-on-one sessions with my clients, I wanted to write a bit about it.

Stephen Covey first introduced the abundance mentality in The Seven Habits of Highly Effective People. If you haven’t read the book (and you really SHOULD read the book), an abundance mentality is one where you truly believe that there are plenty of resources (in this case, sales) for everyone. Continue reading »

Dew Recommends: When Working Longer Hours Pays Off

31 Thursday Jan 2013

Posted by Dew Tinnin in Dew Recommends, Goal Setting

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Habits, Reach Your Potential, Rituals, Time Management

There are going to be times in your career when extra time and effort are needed. In the insurance industry, all of your client’s renewal dates may come at the same time of the year. In the mortgage business, perhaps rates are incredibly low so everyone is refinancing. For others, it could be a new product launch. Whatever the case may be, it’s important for you to evaluate how to best boost your productivity during that time.

In Brian Tracey’s recent post, he talks about 7 Ways to Increase Your Productivity. They were all great points, but I wanted to expand on one of them: Continue reading »

Dew Recommends: New Year’s Resolutions – Pick 1 or Pick None

24 Thursday Jan 2013

Posted by Dew Tinnin in Dew Recommends, Goal Setting

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Habits, New Year's Resolutions, Reach Your Potential, Rituals, Time Management

As a child, I loved making New Year’s resolutions. They were usually comical, but I mimicked the resolutions from the adults in my life. My success rate of completing them also mimicked that of the adults around me – I almost always failed. It wasn’t until recently that I switched my methods regarding sticking to resolutions. Now, when I set out to change my behavior, I set clear goals and create a plan to make sure I am successful. Needless to say, my success rate has drastically increased.

In a recent article by Rory Vaden, my partner at Southwestern Consulting™, he partnered with Kelton to survey adults on the success of their New Year’s resolutions.

I’m Not a Morning Person (and 9 Other Lame Excuses)

14 Monday Jan 2013

Posted by Dew Tinnin in Goal Setting, Sales Tips

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Attitude, Excuses, Habits

Recently, I was a guest at a networking meeting that meets every Tuesday morning at 7:00. When the meeting began, 3 people surrounding me started complaining that it was way too early. “I’m not a morning person” suddenly sounded like a chant. I was shocked! I wondered to myself if they wished they were still in bed, or if they just weren’t willing to meet people early in the morning to grow their business.

I often ask sales professionals that I meet how their business is doing. Sometimes I hear great news, but when things are going badly, the news is generally followed up closely by excuses. Some excuses are clearly business related, but often times, they are disguised as the negative little things you say throughout the day.

Here are 10 lame excuses I hear from salespeople all the time:
Continue reading »